Channel Account Manager

Sales/Business Development
1701063 Requisition #

Barco designs technology to enable bright outcomes around the world. Seeing beyond the image, we develop visualization and collaboration solutions to help you work together, share insights, and wow audiences. Our focus is on three core markets: Enterprise (from meeting and control rooms to corporate spaces), Healthcare (from the radiology department to the operating room), and Entertainment (from movie theaters to live events and attractions). In 2017, we realized sales of 1.085 billion euro. We have a team of 3,600 employees, located in 90 countries, whose passion for technology is captured in 400 granted patents.




The mission of the Regional Channel Account Manager is to deliver Barco Sales plan in the territory through the relevant channels and in line with Barco Channel Strategy.

The role directly or indirectly reports to the Channel Director EMEA.


The candidates are to be located either in Sweden or Norway.

This position requires intensive travelling across Sweden, Norway, Denmark and Finland. Incumbent location needs to be very close to an airport.



Key responsibilities


The Channel Account Manager is accountable for all product sales going through named distribution accounts, primarily the Enterprise product lines - including ClickShare for example - as well as visualization products and IP.



Distribution Channel Management:

  • Review on a continuous base the Channel landscape and suggest adjustments to management whenever necessary.
  • Cultivate and maintain strong relationships with selected distribution partners to maximise Barco reach and presence on the market.
  • Manage the distribution accounts performance through annual business plan set up, quarterly targets & overall business reviews as well as marketing plan execution.
  • Oversee the development and implementation of marketing and sales programs to facilitate accelerated growth and profitability.
  • Provide and achieve meaningful consolidated sell in forecast from Partners’ Regions on a monthly base as per Barco financial forecasting methodology.
  • Market the company, ensuring that the organisation receives positive exposure to enhance the brand image in the region.
  • Ensure that all Channel sales staff are properly trained, managed and rewarded to maximise performance and support to local reseller network. 


Business development with Reseller Channel:

  • Develop adoption of the company Partner Program ‘Connect!’ .
  • Ensure that the region has an effective common Certification Program.
  • Be responsible for the business development of our Gold and Silver Partners, building relationships with key personnel and identifying new opportunities for Barco. All opportunities will be entered in the CRM system
  • Develop with the support of our distribution partners the IT segment, namely IT VARs, IT SMBs and DMRs, potentially some accounts that have transitioned to the IT arena.
  • Support Channel Partners with technical / sales expertise on the Barco corporate range aiding specification of our products or launch of new products.
  • Proactively deliver product training / updates to identified channel partners. 
  • Support lead generation via Shows/ Demonstrations/ sales floor engagement etc
  • Explore and assess additional reseller channels in order to maximise revenue in consideration of the Barco Channel strategy.
  • Aid closure of partner opportunities through the organization of demonstration equipment, product information, technical support & resources.
  • Identify and develop reseller partners with Distribution partners, to enhance trading breadth and sales from these accounts.
  • Manage process of lead distribution to Channel Partners.


Team work:

  • Develop strong relationships with the Barco Sales Team in the country as well as with functional leaders in Belgium Corporate HQ to ensure harmonious working relationships.
  • Initiate and develop harmonious relations with Belgium Channel Marketing HQ to ensure dialogue and increase adoption of mutually advantageous sales and marketing methodology.

We are looking for a Barco employee who

  • Has demonstrable track record of success in working as a Channel Manager in a technology company preferably within the audio-visual market or Corporate meeting room technologies such as wireless collaboration systems
  • Has a good understanding of IT & AV technologies , UC, cloud business, Subscription model
  • Is very familiar with the AV or IT reseller market
  • Speaks fluent English as well as the one of the Nordic languages
  • Has a proven track record of meeting and exceeding targets
  • Is a high level sales negotiator with outstanding relationship building abilities
  • Is able to articulate the benefits of the products to channel partners and is fully conversant with professional sales techniques
  • Is a highly driven individual, possessing initiative and a willingness ‘to go that extra mile’, Incumbent is goal oriented with a sense of urgency
  • Is a strong and assured communicator and presenter, who is able to gain personal credibility with client managers
  • Has financially astute
  • Is bottom-line oriented, budget-conscious and metric/measurement driven
  • Can adopt a disciplined and organised approach in regards to his travel, CRM pipeline management and lead answers
  • Can effectively work across organisational and national boundaries
  • Possesses a self-assured and outgoing personality with the ability and adaptability to work practically, reliably and flexibly, without the need for on-going support


Our offer

  • An interesting, challenging job with lots of autonomy in a dynamic team
  • Continuous training & development opportunities through our very own Barco University
  • Barco was awarded the Top Employer label in 2016 for its excellent working conditions



Are you excited to dive into a new challenge?

Previous Job Searches

Activity Feed

Job shares through Barco
Hend MBA referred the Business Development Expert position. 10 hours ago
Hend MBA referred the Business Development Expert position. 12 hours ago
Hend MBA referred the Business Development Expert position. 12 hours ago
Mike Dailey referred the Regional Sales Manager, Southwest position. 6 days ago
Eric Faes referred the Business Development Manager Meeting Experience position. Mar 18, 2019
Please try again.


Either there was a problem on our end with the action you just performed, or we are currently having technical difficulties with our system. Please try again later.